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Converting AIP to App

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Pete Mugleston

Author: Pete Mugleston - Mortgage Advisor, MD

Updated: July 12, 2021

Converting AIPs to Apps – Are Your Cases Progressing?

Top Advisor Levels: 90%+
Minimum Expected Levels: 80%+

Some brokers are great at signing customers up to AIP stage, and fall over when progressing things forward to full application.

  • Are your stats up to date?
    For some this is merely an issue in updating system info accurately, simple one to fix – get them updated as soon as you submit the case!!
  • Are you getting customer buy-in?
    It may be that they are proceeding with someone else. Have they got another broker or gone direct? This depends a bit on your sales process. If you do a lot of work upfront and give them the lender name, it’s more likely. Equally if you AIP before taking a fee, savvy customers may check their credit file for the lender.A solution is to try charging upfront, even if a just small amount of your overall fee. This way the customers you progress have bought in enough to give you some cash, and are likely to only be using you.
  • Have you told them not to speak to the Estate agent broker?
    Illegal, but a lot of agents force buyers to see their advisor. Let your customers know this is not a requirement, and to tell the agent they already have their mortgage approved – and if they have any questions about this give them your contact details!
  • Are you managing expectations?
    For others, this may be down to how the sales process was positioned on the initial call. Does the client know they have an AIP? Do they know what to do next? See time bridges…


The Time bridge

This is the philosophy of never leaving a customer without an agreed time to speak again. Once you have spoken to them for the first time, set up the day and time of the next call before you put the phone down; When you have given them figures and they want to talk about it before proceeding, set the exact time you’ll call them back… even when the mortgage has completed, they should have a time bridge agreed and arranged for 18 months when it’s time to re-write.

About the author

Pete, an expert in all things mortgages, cut his teeth right in the middle of the credit crunch. With plenty of people needing help and few mortgage providers lending, Pete found great success in going the extra mile to find mortgages for people whom many others considered lost causes. The experience he gained, coupled with his love of helping people reach their goals, led him to establish Online Mortgage Advisor, with one clear vision – to help as many customers as possible get the right advice, regardless of need or background.

Pete’s presence in the industry as the ‘go-to’ for specialist finance continues to grow, and he is regularly cited in and writes for both local and national press, as well as trade publications, with a regular column in Mortgage Introducer and being the exclusive mortgage expert for LOVEMoney. Pete also writes for OMA of course!

Read more about Pete

Pete Mugleston

Mortgage Advisor, MD

FCA disclaimer

*Based on our research, the content contained in this article is accurate as of the most recent time of writing. Lender criteria and policies change regularly so speak to one of the advisors we work with to confirm the most accurate up to date information. The information on the site is not tailored advice to each individual reader, and as such does not constitute financial advice. All advisors working with us are fully qualified to provide mortgage advice and work only for firms who are authorised and regulated by the Financial Conduct Authority. They will offer any advice specific to you and your needs.

Some types of buy to let mortgages are not regulated by the FCA. Think carefully before securing other debts against your home. As a mortgage is secured against your home, it may be repossessed if you do not keep up with repayments on your mortgage. Equity released from your home will also be secured against it.

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